In startups it's really challenging to find the people that are truly exceptional at figured out mode versus the people that need structure and clarity. In particularly in sales like clear incentives and a clear plan one of the most interesting exercises I did really early at QIP was I went around and met with like a ton ofSales leaders or early sales folks at some of the SaaS companies such as Optimizely and Atlassian who don't even have salespeople. The first 10 often are closed by the CEO or someone like that, the next 40 are closed by someone that does not have Like the pedagreed sales background from Salesforce or X or Y or Z. When you're talking about

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